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It’s a constant selling refrain that to succeed in sales, reps must connect as high up in customers’ organizations as possible, ideally at the c-suite level. And that’s not easy [...]

In the zoology of facility service contracts, smaller dollar contracts (monkey size) are bought and sold differently than larger dollar contracts (whale size). It follows that to win different [...]

OK, facility service suppliers are not animals, nor are their customers. Just wanted to get that out of the way first. With that said, when facility service suppliers grow in size they eventually [...]

Years ago, in a galaxy far, far away, B2B suppliers searched for unique competitive advantages. With one in hand, suppliers wowed buyers, bested competitors, and raced at warp speed beyond [...]

COVID-19 and variants are still here and worse than most expected. It’s obvious the pandemic is an ongoing catastrophe that has thrown future predictions out the window. US deaths will soon [...]

There’s a trend among service suppliers to tout three, four, or even more component brands (aka ingredient brands) in their sales and marketing. These declarations show up in social media posts, [...]

When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

Well, 2020 didn’t turn out like anyone expected. Pre-pandemic, the world seemed more of the same but not so now. Nor in the coming months. For Revenue-IQ, 2020 articles fell into two [...]

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]